80% of sales success is from the PRODUCT.

10% of sales success is from the PROCESS.

10% of sales success is from the TALENT.

When revenue targets are missed.

Salespeople are blamed 100% of the time.

I'm not a math wizard. 

But something is off with these numbers.

The industry needs to do better. 

Sales is a team sport. 

Accountability should be too. 

Stop firing salespeople for non-sales issues. 

It never improves the outcome. 

Better Product > Better Salespeople

Better Product = Better Salespeople

Imagine both of those equations being true. 

They are.

Companies with great products rarely have bad sales performance.

Companies with bad products usually have bad sales performance.

This isn't rocket science. 

It's basic math and common sense.

Please reflect deeply on your product this year.

Or you're likely to end up in the same place next year.

You can't fire your way to a great product. 

You can only build it.

The sales success will follow. 

It always does.

Jocko Willink from from Seal Team Six says:

"There are no bad teams, only bad leaders"

I say:

"There are no bad sales teams, only bad products"

Of course it doesn't literally mean bad sales teams don't or can't exist, but generally speaking it's almost always a product problem where the product quality and demand doesn't equate to the sales expectations.

I don't seek cushy treatment for bad or lazy salespeople. 

I simply seek fairness and career stability for those who do the hard work to grow these companies.

Happy Selling,